Welcome to Spotify's 2019 Financial Results Question and Answer Session. A copy of the company's shareholder letter issued pre market open today is available on the Investor Relations website, investors. Spotify.com. This call is being recorded and an archived replay will be available on the IR site after the event concludes. I will now turn the call over to Paul Vogel, Head of Investor Relations and FP and A.
You may now begin your conference.
Great. Thank you and welcome to Spotify's Q1 2019 earnings conference call. With us today are Daniel Ek, Spotify's CEO and Barry McCarthy, Spotify's CFO. First, I want to thank everyone for joining us this morning. We know it's a bit unconventional to do an earnings call pre market on a Monday, so we appreciate everyone making the time to be with us this morning.
The format of today's call will be similar to prior quarters. Daniel will give a few brief opening remarks, followed by an online question and answer session. Questions can be submitted either through the widget alongside the webcast or by e mailing directly to irspotify.com. We'll get to as many questions as we can. The call will last approximately 30 minutes.
Before we begin, let me quickly cover the Safe Harbor. During this call, we will make forward looking statements, including projections or estimates about the future performance of the company. These statements are based on current expectations and assumptions that are subject to risk and uncertainties. Actual results could materially differ because of factors discussed on today's call and in our letter to shareholders and filings with the Securities and Exchange Commission. During this call, we will refer to certain non IFRS financial measures.
Reconciliations between our IFRS and non IFRS financial measures can be found in our letter to shareholders on the Financial section of the Investor Relations page of our website and also furnished today on Form 6 ks. And with that, I'll turn it over to Daniel.
All right. Thanks, Paul, and thanks, of course, everyone for joining today's call. We had a
very strong quarter as most of our key metrics were
at the high end or exceeded the top end of our forecast. In the quarter, we closed the previously announced acquisitions of Givler and Anchor and in April, the recently announced deal for podcasts, 3 best in class podcasting companies. These deals will help accelerate our goal of becoming the world's number one audio platform. We're also excited to share that we've reached 100,000,000 premium members. This is an important milestone in our mission to connect over a 1000000000 users with 1,000,000,000 of artists.
And we launched in India and in the Q1, and we're really pleased with the results there. We got more than 2,000,000 users on Spotify today in India. Looking more broadly at the global music economy, it was really encouraging to see that the 2018 industry data showing strong growth across the music industry, led almost entirely by streaming, which accounted for 47% of all recorded music revenue, with physical and download revenue in decline, the 34% year over year growth in streaming is the engine driving the train, and Spotify continues to be the driving force that has made the music a growth industry again. Related to this, the number of creators that are engaging directly with Spotify's platform continues to increase, growing to over 3,900,000 this quarter. We're also seeing a significant growth in the discovery of new artists on Spotify.
In Q1, we saw a 20% increase in the number of artists streamed on our platform year over year and a 29% increase in the number of artists with at least 100,000 listeners, we believe this engagement from artists, labels and publishers shows a strong a strong Spotify and growing by close to 40,000 daily, the discover tools we're building has never been more important to consumers and artists alike. Overall, we feel really good about our first quarter results and remain very optimistic about the rest of the year and our long term opportunity to become the world's largest global streaming audio company. And with that, let's open the floor for questions. Great.
Thanks, Daniel. Our first question comes from Ross Sandler at Barclays. Connected speakers have been a nice tailwind for growth over the past few years. Do you think that changes for Spot if the larger platform owners introduce new services like ad supported streaming or do you think those channels continue to be accretive for growth rates? Any thoughts on Amazon's recent move?
And how should we think about voice in
general? Well, we believe voice really across all platforms are critical area of growth, particularly for music and audio content, and we're investing in it and we're testing ways to explore and refine our offering in this arena. One of the core pillars of our strategy, of course, is ubiquity. So we want to be on all major platforms that you can imagine. The only thing I would kind of say is, while the growth rate of voice speakers is impressive, it's still very small when you compare it to mobile.
Our next question comes from Matt Thornton at SunTrust. In terms of music content costs, any update or color management can offer as the timeline of negotiation of the deal with the labels, the appeal of the CRB ruling and the DOJ review of the consent decrees?
Well, as we've said before, the results of our renegotiations with the labels, the key pillar here is to drive the adoption of our marketplace strategy. That is the future for our margin It's not about renegotiation of the deals. We're doing really well in terms of the build out of the marketplace tools. We're doing really well with the music industry in the adoption and testing of those tools, and that's what I can share at this moment. Sorry, let me just jump in on the CRB timeline.
That will be a long drawn out process. It's just the nature of the beast.
Our next question comes from Eric Sheridan at UBS. It impact future periods starting in Q2? 2nd part, how would you contrast frame the North America versus global VAT opportunity on the platform?
Well, part 1 of the question, the softness we saw in the quarter, primarily in the U. S. Business was related to other sponsored sessions, which had been using performance pricing, which worked extremely well in Q3 and Q4 in high demand periods and prices out of the marketplace in a slow demand period in Q1, and we were slow to react and adjust our pricing, which we did in the 3rd month of the quarter, but too late to fix the revenue shortfall. In any event, as I said in the commentary, optimistic about that. As it relates to the second part of the question, U.
S. Versus rest of world revenue opportunity, well, it's the U. S. Is a large percentage of ad revenue base. So at least in today's world, ads go to the U.
S, so goes the overall performance of the ads business. As we continue to grow in new markets and in Asia and in India, there will be some challenges in keeping pace with the growth from a revenue perspective because those markets just simply don't have as developed an ad market as we have here in the U. S. And secondly, at least initially, our reach in those markets will be relatively small until we build critical mass and until we build critical mass and have reached the attractiveness of the platform to advertisers is relevant so it's true in the United States as well, but we will grow into the demand.
Great. Next question comes from Mark Kelly at Instinet. You talked about better than planned promotions in the U. S. And Canada.
Was there anything new you try, whether it was a new acquisition channel or shifting ad budgets or the strategy the same
but perhaps more effective? It was strong across the promotional base sometimes. Some quarters you have wind at your back and we have the wind at our back this quarter.
Next question comes from Doug Anmuth at JPMorgan. Can you help us understand the structure and economics of the Samsung partnership and how it shows up in spot financials?
It's really a distribution partnership across the where the Samsung's main premise is obviously improving their product. And our main promise is,
of course, bringing more music to more products.
It's a natural partnership. In terms of economics, I don't really have anything to share.
Yes. We don't talk about the specifics of any of our deals from a financial perspective. Our next comes from Anthony DiClemente at Evercore. If ARPU declines are moderating, does that mean mix shift to family plans, student plans is getting into the later innings?
Well, it means that we launched them a year ago, and so we're a year in. And so because we're lapping the launch of the plan, it has mathematically less of an impact on ARPU than it's had historically. So now the go forward influence will have much to do with expansion of the business and not at all related to the rollout of Family Plan Student Plan, which is done.
Next question comes from Justin Patterson of Raymond James. More companies are investing in competing podcast products. How has that changed content acquisition costs and the bid ask spreads in deals you evaluate? How do you feel about your competitive position?
Well, 1st and foremost, I think that there's a lot of podcast players out there, and that's certainly been true for quite some time. I think last time I checked on the App Store, there were more than 60 or 70 of them. The truth is, while it's not that difficult to build a podcast player, it doesn't mean that it will be successful. And as we've seen before on the App Store, it is really a very much a top of the pyramid game where there are a few apps that have the majority of the traffic and we As we're looking at building this out, I think it's way too early to talk about pricing of deals. This is a very, very early market that we're seeing.
And our view obviously is that while users are starting to flock to listen to podcasts, there's still tremendous amount of growth, both in the U. S. And internationally on the demand side. And on the supply side, we don't think yet that the best talent has come to the podcast format, and we're seeing stronger and stronger growth on that side as well. Next question related comes from
Ben Swinburne of Morgan Stanley. Daniel, how would you assess Spotify's ability to curate and help users find podcasts they will enjoy? And is improving this non user engagement a priority for the company?
Yes, it's definitely a priority. Personalization is one of our core pillars of our strategy. And there, we are obviously really, really far along in music. Podcast is a much newer space for us. The way we merchandise podcasts, the way we recommend podcasts is completely different.
We are working on that and improving quarter over quarter. And I think you can see already today in the product compared to last quarter that there's a tremendous amount of new things that are shipping. I think we went, in all honesty, from being an okay product at the beginning of 2018 to now a year later being best in class in this area. And of course, we want to expand on that and become an even better experience. And in there, personalization is absolutely key.
And we think that there's we're still in the early innings.
Next question comes from Heath Terry at Goldman Sachs. You took steps with regulators to address what you see as anticompetitive issues with Apple. What responses have you seen from regulators to date and what do you see as being the right outcome of this process?
Well, we as everyone know, we filed our complaints with the European Commission. We cannot yet say what the response will be because it's really under evaluation on their end, and we will probably know at the same time as the rest of the market knows. What I can say personally speaking to lots of regulators in and around that time, I do think that this is the moment where these issues need to be debated, and I think that there's a willingness engaged on these questions. And I would say lastly, and while all that is pending, we continue to remain focused on winning in the marketplace.
Next question comes from Rich Greenfield at BTIG. On Google, what are the key takeaways from the Home Mini partnership, especially in light of its expansion? Did it drive faster uptake of family plans? How consumption impacted in homes with or without Google devices? And simply put, what drove your desire to expand the partnership?
Well, we saw strong growth in Q4 and that led to the expansion of the partnership in Q1. We didn't grow as fast as we were expecting because of some inventory shortages in the markets where we launched, which resolved itself later in the quarter. But overall, we think that promotional program has been quite effective for us. It accomplishes a strategic objective of expanding into voice enabled products, and it drives user growth. And we like to like that value.
Next question comes from Lloyd Walmsley at Deutsche Bank. Can you help us understand why the MAU number came in below the midpoint of the guide? To what extent is that weaker new MAUs versus attrition in older MAUs? Are some of the deals you're doing like Google Home, Hulu bundling and Samsung effectively increasing the pace of conversion from MAU
to subscribers? Yes. We think there's really not much news about MAU. We're mostly in the upper end of the range that we guided to. And we came in at 217, I think The Street is 218.
Sometimes rounding helps you, sometimes rounding hurts you. It's one of those quarters where we fell short, but it's of no consequence.
And our
next question comes from Nick Delphas at Redburn. You've increased the number of artists on editorial playlist by 30% and number of songs discovered by 35%. Over what time period and what effect has this had on the 3 majors market share?
We don't break out the numbers of any of our rights holders. What I can say and just to kind of up level the conversation as well, personalization is one of the core pillars of our strategy. So what we see is the user satisfaction is closely related to discovery. So if we are able to get customers to discover or rediscover content on Spotify, it drives a better user experience and better engagement, which, of course, leads to lower SAC, which, of course, leads to lower churn and higher lifetime value. It's really the same strategy that we apply to podcast.
So you should think about our podcasting strategy in the same way. We have podcast content increases engagement through discovery, which leads to lower SAC, lower churn and then higher lifetime value. And it's a repeat and rinse strategy.
The next question comes from Matthew Harrington at Buckingham. Any more thoughts on how Article 17, formerly Article 13, could help Spotify to constrain free YouTube music video usage in Europe?
I think it's really too early to say what the exact impact will be of Article 13 or 17 depending on which revision you're looking at. Now our view is obviously that we want a landscape where we're competing on a level playing field and where rights holders are getting paid for their content. If Article 13 or 17 leads to more of that, we think we will do better. If it's the question is how material is it and I think it's way too early to say.
Next question comes from Sumad Wafi at Fidelity. How are India subs growing? Why does your ARPU decline low single digits given geo mix shift to
lower ARPU geographies? Let me
2 parts. One is we're pretty excited about the growth in India and it's faster than we were initially expecting to price points in India significantly lower than they are in the U. S. And that's true in Asia well. And so if on day 1 we had 0 on and day 2 we had lots, The day 2 average company ARPU will be lower than it was on day 0.
But margins across regions, independent of price points, are relatively equal. And so from a margin perspective, the expansion in those regions works for the business, which is why we launched it.
Next question is from Maria Ripps at Canaccord. It's nice to see Spotify evolving different subscription plans. Can you comment on how has the Duo plan been received so far? And when we might expect to see the plan launching in the U.
S. And other markets? Well, just to level set with everyone, we piloted a premium plan called Premium Duo for it's really built for 2 people living under the same roof. And we tested this in 5 markets, which is Colombia, Chile, Denmark, Ireland and Poland. And we're still early, but we're really encouraged by the early response and we believe it's going to be accretive to our MAU in September if we roll out this more widely.
Next question from Amy Yong at Macquarie. There seems to be increased competition with Amazon looking to launch a subscription based service and Apple bundling music and video. How are you prepared to face this?
Yes, I just think, again, competition is something that I've experienced really throughout the entire life of the company. It started back in the day with Myspace and La la and a bunch of different competitors. But even back then, Apple obviously had iTunes and Amazon had a Cloud service and Google had not only YouTube, but a bunch of different streaming services. The point I'm trying to make is we've always had competition. Competition has always come in the form of much larger player.
That's not unusual to us. Yet, we keep on doing what we said we're going to do and keep on growing at more than 30% per year. And the point with that, I think, is that the music industry market is just way bigger than most people realize. There are billions of customers out there in the world that are consuming music today. Most of them are yet not in streaming.
We are all, of course, trying to get the music industry into streaming. And that is a trend, secular trend that will keep going for at least another five to 10 years. And so competition is just not a big factor for us. It's really all about growth.
Next question comes from Michael Morris at Guggenheim. Did minimum guarantees to record labels for newer market launches, including India negatively impact gross margins in Q1? If so, can you help quantify the impact and how long the drag it will be?
Yes, it did. We won't quantify it. But in every market where we launch, including the U. S. When we first launched, there are minimum guarantees that are paid.
We initially lose money in those markets. We grow our way into the MAU breakeven and then eventually the profitability. So this is history repeating itself. As long as we are able to achieve the growth objectives we set for the business and we have consistently, then the markets where we are growing the business become profitable.
The next question comes from John Egbert at Stifel. Your letter discusses your ambition to develop a more robust advertising solution for podcasts. We've seen after the preliminary launch that some top podcast creators can be sensitive about where they host their content. When you speak to top podcast creators whom you don't have an exclusive relationship with, what is their acceptance to Spotify potentially selling incremental ad spots on their content? And how do you feel about the analytics they're able to see from listening on your platform?
Well, just to level set with everyone, this is certainly still in the early innings, this whole space. But we see a tremendous reaction from the community of podcasters, both now in the recently rolled out tool, Spotify for Podcasters, where for the first time really, podcasters are getting actionable insights into who's listening to their content. Most of the cases before, it ended up being regionally vacancy that maybe there was someone in Russia or maybe there was someone in Spain that was listening to the content, but they really didn't have more actionable detail. Because Spotify is a logged in environment where we do have demographic data, we can share that. It's been very well received by the podcasting community.
When it comes to monetization, it is true that a lot of podcasters are struggling and have to set up their own sales forces in order to succeed creating revenue for themselves. We look at that long term as a massive opportunity, and podcasters are eager for us to get into the space. And I think advertisers alike is very eager for us to get into the space with all of the measurability tools and all the things that we're bringing to the industry. Let me add that Apple, of course, historically been the largest player in the podcast space. They don't have an advertising business and there's been no innovation
in podcast advertising in its entire history. So ads get baked
into RSS feeds. Regardless of their interest in their demographic profile and any particular interest in any particular ad. So we're working hard on building for listeners.
Next question comes from Brian Russo at Credit Suisse. So far your podcast investment team focused on English language content. Can you talk about how you plan to benefit from your podcasting strategy in parts of the world that do not speak English?
Well, our podcasting initiative is very much a global initiative. And as pointed out, I think in our release, we had more than 15 shows that were exclusive to Spotify in Q1. Of those, I think around half of them ended up being international ones, including in ones, including in Poland and in the Nordics. So while our acquisitions have been focused on English language content, I don't think you should read in too much to the fact that that's an English only strategy where it's very much a global strategy. Next question comes from Robert Colgris from Wells Fargo.
If you
comment on churn, why are you no longer seeing improvement in the churn rate? Are you still seeing churn rate improvements with newer user cohorts? Do you expect improvement in overall churn rate to resume at some point in 2019?
Yes. I think the long term trend for will continue to be downward. Family plan, student plan have had lower churn. So if you continue to see strong growth in those plans, you would expect that average to churn to decrease and due to aging in the base. Only reasons for a couple of reasons for an an the prior quarter.
And then secondly, we in some of our newer markets have gravitated towards shorter subscription plans. We're experimenting with weekly and daily by way of sample, which may cause us over time to rethink the definition of subscriptions. And so we see people coming in and out quickly. One last comment, and this is particularly important. In the latest quarter, we saw a dramatic increase in the number of rejoins.
So 42% of gross ads in the quarter were previous users of the service, which means that more and more frequently we're seeing former users come back and rejoin. And some of them may have left because their prepaid debit card expired. It looked like churn, but they re upped the card and came back. Some are coming back just simply because it's a better service. So just to put that in perspective, the rejoin rate grew at 36% year over year, which is more than twice the rate year over year in gross additions.
So yes, churn ticked up slightly, but more and more previous users are coming back, which will be an important contributor to Close.
I would
just add one other thing. We did mention on the call on the Q4 call that given the number of subscribers that came in, in the holiday period of Q4 as well as the uncertainty about how the Google Home campaign would go that we did expect slightly higher seasonal uptick in churn than we normally experience. It was actually a little bit better than expected on both of those fronts. Yes.
We had a slightly higher mix of 30 day promotions and 60 day promotions. Some of those it's been 60 days instead of 30, we've seen it calling in the churn rate.
A follow-up question from Ben Swinburne at Morgan Stanley. Can you earn economic rent from podcasts you distribute but are produced by competitors? In other words, where would the value accrue longer term, the podcast network producer or the podcast distributor?
Again, just to kind of that we're early in this space and the evolution of the space. Historically, however, on the Internet, charging for distribution has been a very difficult business model, and I would think that would be very unlikely. Now our strategy in general is our marketplace strategy where we want to build better and better tools for creators to connect with users. We definitely think that the same marketplace tools and services that we're building out can be applied to podcasters as well, and that's an I would add from 40,000 feet, historically, what we've seen is whoever the gross margin flows to whoever owns demand creation. Like so if you're the NFL, you don't need direct TV.
You're going to own that margin wherever you get distributed. On the other hand, if you're one of now 500,000 podcasts going to 2,000,000 podcasts. If we're able to own the consumer insights that inform us about where the demand is for that content, then the margin will flow to Spotify.
We have time for just
a couple more questions. The next question
comes from Robert Alling from Malo and Partners. Given your
focus on being the leading player in audio related media, how are you thinking about audiobooks?
Right now, we're focused on podcasts. I think when you look at podcasts, however, the distinction of what is a podcast and what is an audiobook remains fairly opaque to us. As an example, one of the categories tend to do really, really well in podcast that we're now a major player in is true crime. So what are true crime podcasts? I would say that they're very similar to audiobooks in that they're scripted content, episodic, almost like chapters in a story.
So I think that the definition of what is an audiobook, what is podcast will more and more start blending and we're going to see new formats at the end of this journey. And that's the exciting factor for me certainly as I look into and talk to podcast creators. It's just all the content and all the new innovation that's coming out of it.
Our next question comes from Richard Kramer. Guidance implies a large increase in COGSdecline in gross margin in the second half of twenty nineteen. Can you break that down to spending on content podcast, the impact on expected changes in licensing or other costs which scale with business growth?
Yes. What we said previously is that if we weren't expanding in podcast, you'd see margins remain steady. So none of the erosion in podcast relates to our expectations for label renewals. We see that as steady as you go at least in 2019. And then as we grow marketplace related services, we expect to see margin improvements.
So all the deterioration relates to a combination of geographic expansion in markets like India and the payment of minimum guarantees and importantly, very importantly, increased investment in becoming a leading player in the podcast space.
Our next question comes from Justin Patterson at Raymond James. And opportunity for Spotify? With Disney evolving its strategy for its streaming brand, how is the Hulu relationship changing?
We have a great partnership with Hulu. We're really excited about the prospect of them starting their service internationally. We're obviously in discussions with them and a number of other partners to see if we can help them support their growth.
And we'll take our last question from positive Hagno. How will the absence of 2 major labels in India impact your growth capability there?
Well, I think as evidenced by ours growth, we're doing quite okay and we're it's above expectations. And so we're happy with the growth that we're seeing. Obviously, as before, the more content we can get on the typically leads to even faster growth.
Great. With that, everyone, we appreciate your time. And we look forward to speaking with you on our Q2 call in a couple of months. Thanks, everybody.
This concludes today's conference call. You may now disconnect.